Everything is sales podcast

Tactics for value-led outbound

Episode 6

We look at how prospecting has changed since 2017. Video prospecting, paired with email, used to be the winning formula. But now companies like Salesloft are seeing more success on the phone. Here’s why multi-touch and not giving up on your sales cadence too early is the real winner.

With:

• Shabri Lakhani, Subject Matter Expert at Kaspr. 
• Jack Neicho, Senior Account Executive at Salesloft.

Watch the full episode here. 🎬

Sensemaking for sales

Episode 5

So we already know that value-based selling needs to be the norm now. And one of the ways reps can do this is to become subject matter experts. This episode looks at which key skills are winning deals this year, how this is changing what a top performer looks like, and also basic mistakes to avoid.

With:

• Shabri Lakhani, Subject Matter Expert at Kaspr. 
• Matt Milligan, Co-founder of Uhubs.
  
  

Watch the full episode here. 🎬

A value-led approach to selling

Episode 4

It's all about the buyer now. Gone are the days in outbound where the "pray and spray" approach works. Salespeople need to provide more value than any other channel. In this episode, we look at subjects like providing ongoing value in the sales process, breaking through the noise, and tackling buyer indecision.

With:

• Shabri Lakhani, Subject Matter Expert at Kaspr. 
• Rory Sadler, Co-founder and CEO at trumpet.
  
  

Watch the full episode here. 🎬

💡 More insights

• Playbook with Rory Sadler: Personalized sales outreach.

Relevant and personalized outreach

Episode 3

It's no secret that buying behavior has changed. With this in mind, prospectors need to find new ways to make their outreach more personalized. Our next podcast episode looks at how to make your prospecting more 'you', why you need to use multi-touch, and how to try new things.

With: 

• Shabri Lakhani, Subject Matter Expert at Kaspr. 
• Rachel Goldstone, SDR Manager at Cognism.

Watch the full episode here. 🎬

💡 More insights

• Playbook with Rachel Goldstone: Prospect first touch.
• Playbook with Morgan J Ingram: LinkedIn Sales Navigator tips.
• Playbook with Morgan J Ingram: Write a good sales email.

Unshakeable: Thriving in recession

Episode 2

This month, we look at what sales teams can do to make themselves recession-proof. Topics discussed are from a sales leader's and rep's perspective. They include how to deliver change management, difficult messages internally, and prospecting in a difficult environment. 

With: 

• Shabri Lakhani, Subject Matter Expert at Kaspr. 
• Matthew Blanchard, GM EMEA at Varicent.

Watch the full episode here. 🎬

💡 More insights

• 4 Ultimate Pieces of Advice for Leading SDRs in Uncertain Times.
• Selling In A Recession: The Guide to Thrive [+ Sales Tools to Use].

Sales mindsets

Episode 1

From how to prevent burnout to managing the highs and lows in sales, learn about how you can build the right mindset. We look at topics like a surfer's mentality and why it should be used to help deal with highs and lows. 

With:

• Shabri Lakhani, Subject Matter Expert at Kaspr. 
• Chris Hatfield, Founder & Coach at Sales Psyche.
  
  

Watch the full episode here. 🎬

💡 More insights

• The Right Sales Mindset and Attitude of Top-Performing SDRs.
• Sales Anxiety: Top 5 Considerations for Sales Reps and Managers.